Senior Account Executive

Senior Account Executive, Symphony / Remote / US

ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development

At ICON, it’s our people that set us apart. Our diverse teams enable us to become a better partner to our customers and help us to fulfil our mission to advance and improve patients’ lives.

Our ‘Own It’ culture is driven by four key values that bring us together as individuals and set us apart as an organisation: Accountability & Delivery, Collaboration, Partnership and Integrity. We want to be the Clinical Research Organisation that delivers excellence to our clients and to patients at every touch-point. In short, to be the partner of choice in drug development.

That’s our vision. We’re driven by it. And we need talented people who share it.
If you’re as driven as we are, join us. You’ll be working in a dynamic and supportive environment, with some of the brightest and the friendliest people in the sector, and you’ll be helping shape an industry.

The role:

Symphony Health comprises curious thinkers and intellectual problem solvers driving the healthcare data industry forward. We leverage our large, integrated healthcare data repository and our analytic expertise to build customized, agile data solutions which answer the questions our clients -- life science manufacturers, payers, and providers -- have today, as well as those they’ll have tomorrow. Together, we can help patients get the right drugs at the right times.

The Senior Account Executive is well experienced executive who acts as the principal point of contact with select SHS customers. The SAE leads an integrated account team comprised of product and service experts which are generally dedicated or aligned with these select customers. The SAE is the principal sales leader for these client relationships and is ultimately responsible for fulfilling the sales targets and cultivating the SH relationship and performance.

The SAE is the principal author/coordinator of the account business plan which is developed in collaboration with fellow account team members. This account business plan becomes the primary document that prioritizes and drives the activity of the account team and provides for quantitative and qualitative measures and metrics for account success.

An SAE must: understand vision and strategy; the big picture with the need for attention to detail, must demonstrate a high level of personal accountability, must possess the know how for working in a matrix environment and to lead teams, must have a well developed sense for our business, and must be able to manage complexity and have the appropriate financial acumen. This individual must also demonstrate strong communications skills and executive poise since this individual will lead the efforts into the customer c-suites.  In addition, the SAE needs to understand their role in customer advocacy balanced with the need of the business.  Finally, this individual should have a high tolerance for ambiguity, must be comfortable with change, and be able to demonstrate prudent decision making and sound judgment.

Essential Duties and Responsibilities:

The SAE serves as the “general manager” and ultimately the person responsible for the SH relationship and performance.  Fulfilling these broad responsibilities requires a detailed understanding of the client, our company, our products and services, and an understanding of the processes and methods to fulfill client expectations and our sales targets.  Successful large account management relies on strong capabilities in leading and directing matrixed teams and managing multiple agendas.  Incumbents need to have a firm grasp of the “big picture” yet be capable of managing the “details” to assure true client satisfaction and achievement on the Company’s business objectives.

Chief among the duties of a SAE is the development and execution of the Account Business Plan.  This business plan articulates the chief client needs, the Company’s business priorities and the many and varied activities necessary to achieve and fulfill the business objectives.  Success is defined by fulfilling the business plan objectives and meeting or exceeding the sales objectives for our product and services.

There are numerous business processes for which an SAE must be SMEs.  These processes include the Account Business Planning Process, the sales forecasting and funnel process, the pricing and contracting process, the sales development process from idea generation & client problem/question through the offer development, negotiation and deal close, and the implementation of the Plan of